Leads are the lifeblood of any business. Without leads, you can't generate sales, and without sales, your business will eventually fail. This is why it's essential to have a system for generating leads and then converting them into sales.

So what are leads, and how do you get them?

What is lead generation?

Before we can define what lead generation is, we need to first understand what a lead is. A lead is an individual or company that has expressed an interest in your product or service. For example, they may have filled out a form on your website, attended one of your events, or contacted you directly.

So then, what is lead generation? Lead generation is identifying and qualifying potential customers for a business's products or services. It is the first step in turning leads into customers and, ultimately, revenue for your business.

 

You are probably saying to yourself, “Well, now I know what it is. How do I do lead generation for my business? Where do I even start?” No worries, we’ve got you covered.

To generate more leads for your small business:

• Improve your search engine ranking

• Get your business on LinkedIn

• Ask your customers for referrals

• Write a guest blog

• Offer a free tool

• Interview influencers and industry leaders

• Throw a networking event

Now, let’s jump into each strategy a little deeper.

Improve Your Search Engine Ranking

When your customers search for a business in your industry, do you show up in the results? Optimizing your online presence can get you in front of your target audience and getting clients in no time.

Search engines use a variety of algorithms to rank websites. These algorithms take into account several factors, including:

• The keywords that are used on the website

• The amount and quality of content on the website

• The website’s authority

• How often the website is updated

• Whether the website is mobile-friendly

When 75% of people say that they never scroll past the first page of search results, your want to make sure you do everything you can to get on that page.

 

Get Your Business on Linkedin

LinkedIn is one of the most popular social media sites for lead generation. In fact, LinkedIn is the best B2B social media site with the highest conversion rate. It has more than 500 million users, and each of those users is a potential lead.

Post content, reach out to potential customers and interact with groups to gain interest and build relationships.

There are a few things you can do to generate leads on LinkedIn:

• Create a strong LinkedIn page for your business

• Post relevant content or updates about your business

• Join groups your customers are in

• Be consistent and interact often

Plus, it’s excellent for business networking. LinkedIn allows you to connect with other professionals in your industry, which can help you build relationships that could lead to future business opportunities.

 

Ask Your Customers for a Referral

Word-of-mouth is a powerful marketing tool. Studies show that referrals are the #1 way to acquire new customers. And it makes sense – people trust their friends and family more than they trust advertisements.

There are a few different ways to encourage customers to refer your business. For example, you could offer a discount, commission, promotion, or create a referral program that rewards customers for every new customer they bring in. You could also simply ask customers to refer your business to their friends and family if they love your product or service.

Whatever incentive you choose, make it easy for your customers to complete and share. Don’t offer them something that won’t be worth their time or leave them feeling confused and lost in the process. Think of each of your customers and how easily they will be able to share your business.

And one of the most critical parts: don’t forget to thank your customers. Make sure they feel important and know that you appreciate them. The better your customers feel, the more they will refer you to their friends and family.

Write a guest blog

In addition to writing content for your own business, reach out to other companies to see if you can write a blog for their company. When you write a guest blog post, you’re putting your content in front of an entirely new audience, increasing your visibility.

Include a call to action (CTA) in your post that leads readers back to your website. This is a great way to increase traffic and generate leads from people who are already interested in your industry.

In order to get the most out of guest blogging, you need to make sure that you’re contributing high-quality content. Your post should be well-written, informative, and relevant to the blog’s audience.

Offer a Free Tool

One of the best ways to bring in leads is to offer a free tool. People love free stuff, and if you can provide them with something they find helpful, they’re likely to check out your company. 

For example, maybe there have been a lot of questions about a popular topic in your industry. So you think about it and decide to create a free ebook to post on your site for people to download. Then you add a download form asking for their email address and other helpful information so you can send out updates and offers to keep them interested in your business.

Once you have the tool created, you need to promote it. Make sure it's easy to find on your website, and share it on social media. You can also send it out in email newsletters and promote it through paid advertising. No matter what you choose, make sure you promote it where your potential customers will see it and interact with it.

Interview Influencers and Industry Leaders

One way to generate leads is by interviewing influencers and industry leaders. Not only do you get access to their expert knowledge, but you also get their endorsement and can tap into their networks.

There are a few different ways you can conduct your interviews, like:

• Host a webinar/conference and invite industry leaders to speak

• Record and post the video of the interview on your website

• Create a blog post from the interview and add that to your website

• Share your interviews on social media

You want to make sure you don’t interview just anyone, though. You can’t just randomly choose someone to interview and hope it works. Put time and effort into your interviews, and you’ll get just as much in return. To get the most out of your interviews, make sure to:

• Choose the right person to interview

• Do your research on the interviewee before

• Have a list of open-ended questions ready to keep the conversation going

• Ask questions but make sure you let them talk

Once you’ve created and had your interview, promote it on your social accounts and other platforms to get the word out and spread the news. Share it yourself and have the person you interviewed share it as well to get the most visibility.

Throw a Networking Event

Networking events can be a great way to get your business in front of potential customers and bring in new leads. But, before you start planning your event, there are a few things you need to keep in mind.

Define your target audience

When hosting a networking event, it's essential to define your target market. Having a clear market to target will help you better understand the people you are hoping to attract to your event and help you create marketing materials that speak specifically to those people. It will also help you to better tailor the event itself to the interests and needs of your target market.

Choose the right platform

When it comes to hosting a networking event, the options can be overwhelming. There are many factors to consider, from deciding on the type of event to picking the perfect location. For example, will you host it online or in person?

If you’re throwing an online event, choosing the right platform is essential to the success of your event. If you select the wrong platform, you could end up with a poorly attended event and not get the results you want.

Follow up with your guests

Networking events can be an excellent opportunity to make new connections and build relationships with potential clients, partners, and more.

But what do you do after the event is over? Follow up with your guests!

A quick email or call after the event is a great way to stay top of mind and keep the conversation going. You can ask about their experience at the event, offer to connect them with someone else you know, or just say thanks for taking the time to meet with you.

Whatever you do, make sure to follow up as soon as possible, so you are fresh in their minds.

Ready to start generating leads?

Generating leads can be difficult, but it is essential for any business. Don’t stress, though. You can attract more customers and grow your business by following our tips. Use them to master your lead generation marketing and get your business growing.